Here are ten mistakes you can make that will cost your deal.

1. Taking Shortcuts: Anything that you believe leads to a faster deal leads to a no deal. You can’t rush your buyer through the process because you are in a hurry or because you are…

A sales opportunity is a labyrinth. It’s a series of decisions that you have to make. Some of the decisions you make move you closer to your goal. Other decisions lead you to a dead end.

Some of the labyrinths seem to look the same. It can feel…

In theory there is no difference between theory and practice. In practice there is.     - Yogi Berra

Pull up your pipeline report. Pick a live opportunity. It doesn't matter which opportunity it is, just pick one. Now, tell me why your…

“This client could be huge! If they win the contract they’re competing for, they would need to spend a massive amount of money on what we sell! They’re perfect for us!”

Have you ever caught yourself saying something that sounds like that when…

Some opportunities are really zombies. From a distance, they look like they are living, breathing opportunities. But as you get closer, you discover that they aren’t really opportunities at all. They're already dead.

Mostly these…